The verdict in three sentences
In Nairobi, motorbike last-mile is the real unlock for same-day delivery. A boda run costs KES 150 to 350, collection goes through M-Pesa, and the success rate sits around 70-85 %. The choice between an in-house fleet and on-demand courier apps decides whether delivery stays under 15 % of the basket.
Delivery pricing by zone
A clear zone grid avoids surprises and lets you show a fair price at checkout.
| Nairobi zone | Boda run | Target time |
|---|---|---|
| CBD / Central | KES 150-200 | 2-4 h |
| Westlands / Kilimani | KES 200-280 | Same day |
| Ruaka / Kasarani | KES 250-350 | Same day |
| Outskirts / out of town | KES 350 + | Next day |
Same logic in Cotonou: the moto brings the parcel for 500 to 1,500 FCFA by distance, with a same-day SLA across the urban zone.
In-house fleet or courier app
The right choice depends on volume. Below a threshold, a fixed fleet costs more than it earns.
| Criterion | On-demand couriers | In-house fleet |
|---|---|---|
| Cost per run | KES 150-350 | Salary + fuel + bike |
| Break-even | From order one | > 250 orders/mo |
| Same-day delivery | Yes (subject to availability) | Yes (full control) |
| Success rate | 70-85 % | 80-90 % |
| Delivery / average basket | 8-20 % | 6-12 % at volume |
| Experience control | Medium | High |
Below 250 orders per month, the courier app almost always wins. Above it, an in-house fleet lowers cost per run and improves success.
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Mini case study
James sells home appliances in Nairobi: 160 orders per month, average basket KES 9,000. With on-demand couriers he pays KES 280 per run, i.e. KES 44,800 per month — 3.1 % of revenue. Success rate is 78 %. Moving to 260 orders, he hires two riders (in-house fleet): total cost KES 75,000 for 260 runs, i.e. KES 288 per run but success climbing to 88 %. The 26 avoided failures save him roughly KES 234,000 in lost orders per month. The fleet becomes profitable exactly as volume crosses the threshold.
FAQ
Is M-Pesa enough to collect payments? M-Pesa covers most of the market, but add card and COD at checkout to capture everyone. Mobile prepay also cuts your failed-delivery rate.
At what volume should I switch to an in-house fleet? Above roughly 250 orders per month, an in-house fleet lowers cost per run and lifts success from 78 to 88 %. Below that, stay on on-demand couriers.
How do I set the delivery price at checkout? Use a zone grid: KES 150-200 in the CBD, up to KES 350 on the outskirts. The customer sees a fair rate and you protect margin.
What last-mile success rate should I target? Between 80 and 90 % with a prior confirmation call or WhatsApp. Without confirmation it drops to 70-78 % and returns eat the margin.
What share of the basket should delivery be? Ideally 8 to 15 % of the average basket. Above 20 %, review your zones, minimum basket, or negotiate a volume courier rate.
Let's talk about your project. We wire M-Pesa and a zone-based delivery grid into your store. WhatsApp +221 77 596 93 33.
Mohamed Bah
Fondateur, Kolonell
Passionate about digital and entrepreneurship in Africa, Mohamed has been helping Sénégalese businesses with their digital transformation since 2020. Founder of Kolonell, he believes every SME deserves a professional and accessible online présence.
